ConversionXL
JUNE 4, 2019
You don’t purchase products. You buy success, status, a lifestyle. Your purchases furthermore, are driven by subconscious perceptions and emotions. Semiotics, the interpretation of signs and symbols, helps decipher those subconscious elements. While it has plenty of lofty, academic associations, it has practical implications for marketers, too.
Anthony Cole Training
JUNE 7, 2019
In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know they're busy but let's face it, we're all busy. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
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Partners in Excellence
JUNE 5, 2019
Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming back to it–something about it is disturbing to me. I’ve finally been able to put together some thoughts about it. Part of my discomfort in saying anything, is that I respect Brian and Hubspot so much.
G2
JUNE 6, 2019
The business of real estate is always changing.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Women Sales Pros
JUNE 4, 2019
Lauren Bailey, President of Girls Club , asked me to deliver the closing keynote at their first annual conference. This presented a challenge for me. I teach sellers how to sell stuff…Now, I’m being asked to “tell my story” and share the failures and successes that got me where I am today. I had to be vulnerable and reflect rather than share my competence.
Anthony Cole Training
JUNE 3, 2019
Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
JUNE 7, 2019
Say what you will, but from where I sit, running effective discovery calls is THE most important part of the sales process. Two reasons… First, the discovery call can make or break your relationship with a new prospect. Get it right, and you could have a customer for life. Get it wrong, and… well… you could be done before you start. Second, it’s important to sharpen your sword through constant practice and refinement.
ConversionXL
JUNE 5, 2019
Usability testing is one of the most effective ways to uncover issues that users have on your website or app. It works whether you’re a behemoth with millions of users or a startup that’s just left the proverbial garage. The problem is that usability testing takes time—time to recruit participants, moderate and watch videos, and compile results. Tools can help with the analysis component, but: Tools won’t be useful if you don’t have a good methodology; Few tools help you go from data (videos) to
Women Sales Pros
JUNE 7, 2019
In selling, the term “value added” has taken on a life of its own. This term has a variety of meanings and interpretations which is confusing for buyers and sellers alike. Here are just a few examples of what “value added” has meant in different industries: We will throw in some extra features or upgrades at no additional cost. We will wine and dine you, give you some baseball tickets, or invite you to our special event.
Hubspot
JUNE 4, 2019
You know them, you love them, you lay awake late at night thinking of them. Yes, marketers, we’re talking about landing pages. Those lovable lead drivers we optimize, tweak, update, and test. Whether you’re a blogger, social media marketer, or paid marketer -- you have a healthy relationship with the landing page. Sometimes, you might go through rough patches where you wonder why landing pages exist.
Advertiser: ZoomInfo
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
SaaStr
JUNE 5, 2019
CEOs get fired all the time. Founder-CEOs getting fired seems rarer these days, though. Two that would be hard to imagine happening today: Pushing Steve Jobs out of Apple. Pushing Sergey Brin + Larry Page “down” to bring in an Outside CEO. A few that we don’t hear about too much: Elon Musk pushing out first CEO of Tesla. A necessity for funding. All the money was gone and the Roadster was hopelessly behind schedule and cost targets.
Sales Hacker
JUNE 5, 2019
If you’re approaching sales enablement passively (or ignoring it completely), you’re leaving revenue on the table. Worse, your competition — who probably has a strong sales enablement strategy — will easily outpace you and drown out any of your basic prospecting efforts. Okay, maybe a little dramatic there, but you see where this is going. Even if you have a solid sales enablement strategy in place, most likely you can use some extra sales juice to boost engagement and visibility, or to accelera
Partners in Excellence
JUNE 6, 2019
This post is the ninth post in my series on Sensemaking. Like the eighth post, this focuses on how you apply the principles of Cynefin in your sales strategies with your customers. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. Normally, I’ve started this series with a recap of the Cynefin model.
Hubspot
JUNE 6, 2019
Gantt charts. Love ‘em, hate ‘em, or can’t live without ‘em, they’re a reality of a marketer’s life. But how do you make yours stand out from the rest? I’ve gathered some of the best examples around, along with some free templates to get you started. Dive in below and find your favorite. But first. What is a Gantt Chart? Gantt charts provide a way to track and manage project timelines, progress, and deliverables.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Understanding the Sales Force
JUNE 3, 2019
Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. At the same time, they insist that they talk about it often and that their salespeople are doing OK with a consultative approach. OMG's Sales Force Evaluation usually reveals that they aren't doing much more than talking about it, as their scores for the Consultative Seller competency are quite low.
SaaStr
JUNE 3, 2019
A ways back on SaaStr, we wrote an important post on your customer success leaders — The 5+2 Rule. That every member of your CS team needs to visit 5 customers in person a month — and be issued 2 customer badges a year (because they visit in-person so often). At least the ones that manage slightly larger accounts ($20k+). It’s an even better rule to follow today, now that we know the best customers in SaaS literally last decades: Want Happy Customers?
Membrain
JUNE 5, 2019
“The mitigation of friction which impedes sales.” That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.
Hubspot
JUNE 3, 2019
If you're a fan of HubSpot's Inbound Marketing Methodology , you probably understand the importance of customer success. If you don't, just know that 70% of businesses with growing revenue prioritize customer success as "very important." We can compare that to companies with decreasing revenue where only 49% believe it's important. So, if you want your business to succeed you must make sure your customers do, too.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
Miller Heiman Group
JUNE 4, 2019
It’s a buyers market, even in B2B sales. Buyers now expect the innovation they’ve experienced as consumers when they’re buying solutions at the workplace—and less than one-third report that B2B sellers exceed their expectations. One way that sellers can work on improving buyer perception and exceeding those expectations is to consider the role that service plays in B2B sales.
Openview
JUNE 4, 2019
The post Highspot raises $60 million to apply AI to sales enablement appeared first on OpenView.
CloserIQ
JUNE 6, 2019
There’s no doubt that small businesses know their customers. As a small business, you probably have specific types of people in mind when you consider your ideal and potential buyers. When you take the time to describe these customers—profiling them on a demographic, firmographic, and psychographic level—that’s called creating buyer personas. . Buyer personas, also known as marketing personas, help businesses visualize their customers.
Hubspot
JUNE 7, 2019
How do you keep track of everything? Calendars, planners, to-do lists: these are just a few of the tools we use to stay on top of our day-to-day activities. But, how can you stay on top of your sales activities? Luckily, there are sales activity trackers that can help you out. A sales activity tracker helps salespeople manage things like contacts, deals, quotas, etc.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
InsightSquared
JUNE 5, 2019
Revenue operations is booming and Demandbase is excited to join InsightSquared at Ramp 2019. As the leaders in Account-Based Marketing (ABM), we believe that Rev Ops and ABM play hand-in-hand and can truly maximize ROI when done right. Sales and Marketing Alignment. ABM optimizes your marketing spend by focusing on target accounts that are most likely to turn into revenue.
Partners in Excellence
JUNE 2, 2019
This post is the fifth in my series on Sensemaking. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. In this post, I’ll do a deep dive into how we sell into organizations operating in the Complicated Quadrant. It builds on the previous discussion of selling in the Simple Quadrant. As a recap, the Cynefin model is displayed below: The Complicated Context is, probably, one we think we are operating in most of the time.
Outreach
JUNE 6, 2019
First impressions are key. Would you show up to a black tie event in your favorite Netflix binge-watching sweats? Of course not. Your sales email subject lines are the first impressions you project to your prospects with every email you send. Are you putting on your best suit every time you hit send? We've learned a lot about what works by analyzing the data from tens of thousands of our own emails.
SaaStr
JUNE 7, 2019
By: Rob Nathan, EVP, Integrated Solutions at CardConnect. With thousands of new startups emerging everyday and the average turnover rate for business applications trending at 39% annually, the SaaS industry couldn’t be more competitive. Despite the hyper competition, many SaaS providers take their organization’s payment processing experience for granted.
Advertiser: ZoomInfo
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
Hubspot
JUNE 7, 2019
What's the purpose of an ad? It's to spread the word about your business, product, or service. Ads increase awareness about your offerings. In the world of real estate, ads are a valuable tool to share information about the services you offer or the homes you're trying to sell. With 50% of home buyers finding their homes on the internet, online advertising has become even more important.
G2
JUNE 6, 2019
The project life cycle has five steps: initiation, planning, execution, control, and closure.
Membrain
JUNE 2, 2019
It’s not often that a piece of research comes out that really shakes the sales game. Recently, I believe that a CSO Insights report did just that.
SaaStr
JUNE 4, 2019
Consistently ramping your ARR is a whole lot harder if your customers don’t stick around. In an age where earning customer loyalty and trust is harder than ever, the road to lifetime value is paved with customer feedback. If you take the time to listen, understand and act on what your customers are thinking and feeling, you’ll create an army of advocates and drive topline revenue growth for good measure.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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